BYJU’s Direct Sales Pitch V.1.

Introduction

Hello Sir, This is Parantap, Senior Mentor calling you from “Byju’s - The Learning App”. An application
called BYJU’S has been downloaded on your phone with the name Rishi and they have registered with
the e-mail address, ​Rishinrajesh@byjus.com​​.

​Introduce Byju’s – world’s largest EdTech platform where students from 1st to 12th learn math and
science through interactive video lessons, live classes with Byju’s Certified Tutors to clear concepts, solve
doubts and learn through self-interest.

Purpose of Call

Your son Rishi has downloaded the app and was attending Math/Science classes on it. I just wanted a
few minutes of your time to discuss his academic performance so that I could guide him on how to use
the app in a better way.

Further points to be discussed,

● Ask them how did they come to know about the app?
● What is their feedback about the app?
● What are the topics have they learned from it etc?

Rapport Building

● Who takes care of the child’s studies at home?

This will help you understand whether the father or mother spends more time with the child. Focus
on the one who teaches the child and show them how this app will make their life easier.

They can be an observer of their child’s learning promoting a self-learning habit which is
absolutely essential for the future rather than being an active problem solver whereby the child
comes to them for every other question they have.

Why BYJU’s?

BYJU’s will help your child learn on their own without you having to sit with them every second.
Through our ‘Parent Connect’ app, you will have access to each step of your child’s learning no
matter which city or country you are in. You will get complete updates as to their syllabus coverage,
tests taken, amount of time spent on the app, so on and so forth.

With ​❤ from Team Bangalore

 BYJU’s Direct Sales Pitch V.1.0

● So, how is Rishi in Studies? (Good / Average / Bad)

As a teacher and a mentor in BYJUs which is world’s largest Ed-Tech company with more than 2.5
Crore students, I come across many students of this age group and they can broadly be divided
into two groups:

One who will try to learn every topic by understanding the concepts behind it and the other one
who will put give more effort but will mostly end up learning by memorization and repetition
techniques.

For example, I have seen many students trying to learn a Math problem by solving it multiple
times. In our exam system, both these types of students get the same marks but I am sure you
will understand that students who understand and learn will always do better especially in
higher classes while the concepts get even more and more complex.

Rishi has downloaded the app and has used it so I am happy he is someone who is trying to
understand the concepts. But the fact is that even if he tries to understand everything, he will
not be able to do so on his own. For e.g. Even in basic topics like Light, Electricity, it is very
difficult to understand everything by reading from a book or from a classroom board. Even in a
school or tuitions, it is impossible for a teacher to make a student understand everything
without visualization. It is like reading a book and watching a movie – even after 2 years you can
answer a question related to the movie but you will forget what you read in the book within a
month.

● Which curriculum is the child currently following? Are you aware of their board’s
learning patterns?

This question normally catches the parents off guard. Take this opportunity to show off your
knowledge on the same and to show how BYJU’s tackles it. Mention that CBSE is an
application-based board focused on teaching children the applications of what they are learning. So it is
absolutely crucial to know the ins and outs of every topic and not just rely on rode
learning. People who do well in CBSE are generally stronger in their concepts. It is also
definitely the board you should go for if you aspire to study in Science in XII and XII because the
complete JEE Main syllabus is aligned with CBSE itself.

If the child is studying in ICSE, mention how ICSE is much more vast than CBSE and the children have to
cover a lot more topics than people in CBSE. The level of English than ICSE children learn in just IX and X
is nowhere close to CBSE.

With ​❤ from Team Bangalore

 BYJU’s Direct Sales Pitch V.1.0

Why BYJU’s?

BYJU’s is one of the few educational platforms which understands the vast difference between
CBSE and ICSE and hence has absolutely separately designed and mapped programs
according to the board your child is in.

For CBSE, we focus more the what the child is learning rather than how much. The tests are
designed to cater to the application based needs of the board helping your child focus on what’s
important rather than just blindly following test papers. The explanation of the videos are also
much more in detail explaining small, almost always missed points in detail based on the question
papers from previous years.

For ICSE, the video-based platform makes it easier to cover the syllabus as retention is 20%
more when learning through a video platform. This gives the child to focus on his other subjects
as well thereby reducing the pressure. The tests on the app and worksheets provided by
mentors are based on the design pattern of the board and top ICSE schools thereby keeping
him in touch with the standards around the country and the level he should be at. We are also
perhaps the only institution in India that specifically covers the ICSE syllabus, most tuitions such
as FIITJEE and Akash would follow the CBSE model (called Foundation Classes) thereby
leading to a major syllabus mismatch and difference in the form of learning.

● Do you send Rishi to tuitions?

Yes.

I am happy that as a parent you are doing your best by providing a support system to your child
but it is important to understand that the actual performance of a student does not completely
depend on his teachers in school or tuition but also depends on how well he is studying at home.

50% is based on how the student is learning from teachers in school and tuition and 50% is about
how the student is learning at home and this is where most of the students struggle.​ In fact, if a
student is going for tuition, he gets even less time to study at home. Now, with the challenges
faced through Covid-19 (Corona-Virus), the entirety of the 50% learning through school is not
getting fulfilled and that is where they need a home-based learning solution to help them keep
up with their basics.

With ​❤ from Team Bangalore

 BYJU’s Direct Sales Pitch V.1.0

Byju’s is aiming to help the student in exactly that by providing them with a combination of
app-based learning and live classes to learn through from the comfort of their homes.

It covers Maths & Science through India’s best teachers where they explain all concepts in a
visual manner which means that Rishi will not only understand but also remember for a longer
time. That is assured through regular practice through test-taking and doubt solving platform.

● What are the areas you focus on when you are teaching him? How do you want
your child to learn?

This will help you understand what exactly the parent is looking for from us. Most parents would
want their children to learn conceptually which is our specialty. Tell them, ​we have 20% more
retention when we watch a video of something rather than just reading it​.

For ex - A Harry Potter book is about 1000 pages which would take even a voracious reader 4-5
days to complete but the same story has been shown in a 2-hour movie covering every part of
the plot. To add-on, most children of today’s generation would prefer to watch a movie than
reading a book. So if the same can be done with storybooks, why can’t it be done with
education?

With ​❤ from Team Bangalore

 BYJU’s Direct Sales Pitch V.1.0

Need Generation and Product Pitching

1) Based on Current Situation​: With the current Covid-19 situation where children are being
distanced from education with no idea when the schools or tuitions will open, Byju’s as an
organization has come up with ​a solution to ensure 360-degree learning which will provide
the much-needed push to study, practice problems and clear doubts for students who are not
self-motivated. For motivated students, BYJU’s Tutor feature of BHLP will help them revise,
do extra practice & solve doubts.​ We believe that learning as a habit requires continuity and
through Byju’s your ward will maintain that momentum.

2) Visualization, Basic Concepts & Portability: ​Since schools are closed for the foreseeable
future, it is difficult for students to understand complex concepts through textbooks. This is
where Byju’s with it’s best in class videos helps ​students understand and retain the basic
concepts in a simple and portable manner. Also, since everything is pre-loaded in the tablet,
it is portable and can be used offline without any internet connection.

3) Parent Connect App, Self Evaluation & learn.byjus.com: ​We have created a personalized
learning platform for parents wherein they can track the progress of the child on a real-time
basis. In the absence of a competitive classroom atmosphere, Byju’s self-evaluation tool
plays a key role in self-evaluation and recommending the areas of Improvement. You can
also track your performance, post doubts and have access to an extensive doubts library on
www.learn.byjus.com​.

With ​❤ from Team Bangalore

 BYJU’s Direct Sales Pitch V.1.0

4) Question-Based Learning Modules:

● Subjective
● Objective
● Adaptive
● A quiz based platform called Quizzo
● Last 10 Year Questions for higher classes
● Mock Tests
● Webinars for JEE/NEET aspirants

5) Product Expert and Mentor Assistance: ​You will be assisted by a personally assigned
Product Expert to take care of the entire process from shipment, unboxing to getting
familiar with the product. This PE would be available to you from 10 AM to 8 PM to solve all
your product related queries. Post your familiarisation with the product, you would be
assigned a mentor to take care of your academic and non-academic needs for your entire
course period.

6) Tutor: ​A BYJU’s certified tutor will take online classes for students. ​Tutor and students will
come online on a common platform - students will be able to see the tutor video and
vice-versa. The tutor will use tools like whiteboard, visual diagrams, etc. to revise a concept,
solve practice problems and take students’ doubts in real-time. Students can ask their doubts
via voice or chat during the session.​ The tutor also ensures the following points:

● The tutor ensures usage of the tab as parents may be busy or not involved.
● Sets a routine & adds discipline.
● Topic choice flexibility (as compared to tuitions).
● A local teacher may be good in 1 subject but BHLP provides experts by topic (Algebra in
Maths).
● You can see what the child is doing (as compared to tuitions).
● Student's ideal flow of learning (app - tutor - app) increases retention.

7) Curriculum-Based Learning & Personalisation:​ Our learning program is based on a child’s

specific curriculum being followed in school. Not only that, it even adapts to the child’s
usage, strengths, and weaknesses. This helps create a mirror of the child’s school-based
learning and helps them ​revise, re-learn and brush up on concepts they missed out on school​.
This, in turn, helps create and maintain interest from the child’s side.

With ​❤ from Team Bangalore

 BYJU’s Direct Sales Pitch V.1.0

8) Access to entire content & step by step clarity:​ Our learning platform provides the
opportunity for students to learn their concepts in a personalized journey based manner by
breaking down complex topics into small subtopics. Students on completing videos are
prompted with a quick question and are only allowed to move forward upon successful
completion. Students having access to our multiple year platforms have the freedom to
explore topics beyond their classroom and go to and fro between classes thereby giving
them the opportunity to explore beyond their basic curriculum.

9) Highly engaging app, Highly Rated on the App Store: ​Byju’s has the highest rated app on the
app store with a current rating of ​4.6​ as of March 2020 with over ​50M downloads​, the
highest among all educational applications in the country. It also has over ​1L+ reviews​ on
just the Play Store itself. Customers can go visit ​www.byjus.com/reviews​ to see testimonials
of how millions of children are loving to learn through Byju’s.

Objection Handling

● My child is already enrolled somewhere.

This App is even more important for those who are going for tuitions as they have very less time to study
on their own. Please understand that the actual performance of a student will not depend on his
teachers in school or tuition but will depend on how well he is studying at home. 30 minutes daily on
this App will ensure that your child does not have any conceptual problem in Math & Science. This App
helps students study better on their own.

If you think your child will not get enough time, buy the product and use it for 15 days, you can return
the product and take a 100% refund if he is not getting the benefit.

With ​❤ from Team Bangalore

 BYJU’s Direct Sales Pitch V.1.0

● The price is too high.

This is a world-class product in which the major global investors have invested. Almost 3 Lakh students
have purchased the product in the last year. I understand that you feel the price is high but if this
product can increase your student’s marks by even 10, I am sure you will value the product much more.

Anyway, it’s for education and doesn’t take this as an expenditure, its always an investment. Because of
this if he becomes a better student, his career is taken care of. And you know that there is no price for it.

And the best part about this is that if he is using it for 45 min a day, his math and science is taken care
of. Use it for 15 days, if you do not see any improvement in his studies, you can return the product and
take the 100% money back.

● I will think about this next year.

This is the mistake that most of the parents make. If you compare the 7th and 8th math textbooks you
will immediately realize that most of the chapters are repeating. For example, if you don’t understand
the concept of Equations in 7th, it becomes impossible to get the Equations in 8th because they are all
continuing from the previous year. Same thing with Triangles, Data Handling, etc. In fact, more than 70
percent of the concepts repeat. If you want please check for yourself.

(if parents don’t agree- ask them to check with 6th standard and 7th standard textbook )

And this is the reason a good number of parents who buy this in 8th end up buying for 7th standard also
for the basics. (Mention of Class depends on the class of the student)

Also, Offer Combo Packs and explain the cost-benefit!

With ​❤ from Team Bangalore

 BYJU’s Direct Sales Pitch V.1.0

● Call me after 3 days or Will discuss it with my child/wife and get back.

I am sure you will take some time to discuss this with the child and decide. But the best way to decide
for you is by actually making him use the “full course” for a month and see whether he likes it or not.

I am telling you this because even if you take some time, you will not be able to decide easily. Even if
you ask your child, he can’t decide until and unless he has not used the “full course”. What he is using
currently is a Demo Course.

This is the reason I am asking you to let him use the Full Course for 1 month and then decide. And the
best part is even if he is using it for 30 min a day, his math and science are taken care of. Anyway, after a
month if you don’t see any impact/ improvement you will get the full refund.

I will send across some videos through Whatsapp. If you go through those videos yourself you will
understand why so many students love this app.

● If my child learns everything through videos, won’t he face problems in exams?

Our learning program is supplementary in nature. It is a tool for the child to understand his syllabus
better. He will still be going to school, doing his homework and writing exams. What we do is make it
easier for him to do all of that by explaining to him the topics in a simple and easy manner that he
understands.

In terms of writing practice, all of our topics come with multiple test papers which he actually has to
solve with a pen and paper before answering the questions. We have live classes scheduled twice a
week in our Home Learning Program with ​Byju’s certified tutors f​ or the child to understand and clarify
the doubts that he faced while learning through the app. The tutor will use tools like whiteboard, visual
diagrams, etc. to revise a concept, solve practice problems and take students’ doubts in real-time.
Students can ask their doubts via voice or chat during the session

We also provide extensive worksheets on all topics, solutions to books used in schools such as NCERT.
We are not trying to remove writing but incorporate it with a visual-based learning platform to make the
child’s learning easier.

With ​❤ from Team Bangalore

 BYJU’s Direct Sales Pitch V.1.0

● I know my child. He will only use it for a few days and then not use it at all. I am hesitant
to make a long term commitment.

I will be very honest here, sir, BYJU’s is a way to make your everyday compulsory learning simpler and
more interesting. Our aim is to make children fall in love with learning and when a child starts using our
app, it is very rare that he moves away from it since it makes his daily tasks easier.

That being said, it is education so, like anything else in his life, parental guidance although minimal is
required. It is not a magic trick although BYJU’s is exactly his school syllabus. He cannot come to you
tomorrow and say he does not want to study what’s being taught in school, right?

We provide constant support through our mentor team and can identify patterns where interest in
dropping. ​Our BYJU’s Tutor program with scheduled classes twice a week instills a sense of discipline in
his learning, it is a 360-degree solution that fulfills all academic requirements of the child - including
concepts, practice & doubts.

If there is still a drop in engagement ant any point, we will contact you accordingly and change his study
plans to keep him engaged. You also have a chance to monitor his entire learning through the Parent
Connect App. Use this as a tool to engage with your child more, talk to him about his studies, topics he
has enjoyed, about what he learned today. This will help him become a 360-degree learner in the long
run.

With ​❤ from Team Bangalore

 BYJU’s Direct Sales Pitch V.1.0

Pricing

BYJU'S Tablet Learning Program (BTLP)

With ​❤ from Team Bangalore

BYJU’s Direct Sales Pitch V.1.0

With ​❤ from Team Bangalore

 BYJU’s Direct Sales Pitch V.1.0

BYJU'S Home Learning Program (BHLP)

Key Points for revised pricing of BHLP:

1. Single Year Product prices of 2020 validity remains unchanged for BHLP products.

2. For combo and sibling BHLP courses,

a. Product with 2020 validity will be priced at Rs. 10000.

b. Base year for product pricing has been revised from 2020 to 2021 which means that
products of 2021 validity are now available at old prices of 2020 validity products. This will
help in pushing sales of next year’s grade courses.

3. Comparison of BHLP and BTLP pricing is provided below:

BTLP BHLP

Revised Combo Price (2020 validity) 5000 10000

Base Price (2021 validity) 20000 30000

Add-on Price for each yr (combo) 15000 25000

For example,​ An order with Class 6th BHLP - 2020 validity will cost Rs. 30,000 but order with Class 6th
(2020 validity) & Class 7th (2021 validity) BHLP will cost only Rs. 40,000 (10000+30000).

This will easily help you convert even single year sales to a minimum of two years of sales.

With ​❤ from Team Bangalore

BYJU’s Direct Sales Pitch V.1.0

With ​❤ from Team Bangalore

BYJU’s Direct Sales Pitch V.1.0

With ​❤ from Team Bangalore

BYJU’s Direct Sales Pitch V.1.0

Happy Selling!

Credits:

Team BLR - Sales Team

With ​❤ from Team Bangalore